Tailored Training Solutions

Duration: 5 Days

Discovery & Strategy Call

Aligning goals and expectations with the training program

Training Sessions

• Introduction to Coaching and Core Competencies
• Building Coaching Skills and Self-Awareness
• Communication and Conflict Resolution
• Performance and Development Coaching
• Team Coaching and Collaboration
• Leadership Development and Succession Planning
• Change Management and Ethical Considerations
• Employee Engagement and Measurement

Follow-Up Coaching Sessions

Supporting ongoing development and application of coaching skills in individual or team format

• Develop a deep understanding of coaching principles and core competencies
• Enhance self-awareness and emotional intelligence for effective coaching
• Acquire communication and conflict resolution skills for coaching interactions
• Foster performance and development through coaching techniques
• Cultivate team coaching abilities and promote collaboration
• Facilitate leadership development and succession planning through coaching
• Navigate change management and ethical considerations in coaching
• Promote employee engagement and measure the impact of coaching

The Leader as a Coach course provides participants with the knowledge, tools, and skills needed to excel as coaching leaders. By integrating expertise in selling, strategy, and coaching with essential competencies, mindfulness, sales coaching, resilience, and insights from neuroscience, participants will be equipped to create a positive impact within their teams and organizations. The course offers a blend of theory, practical exercises, and follow-up coaching sessions to ensure the application and sustainability of coaching skills in leadership roles.

Duration: 2 Days

Discovery & Strategy Call

Aligning goals and expectations with the training program

Training Sessions

• Introduction to Influence in Business
• Leveraging Brain Science: Brain Basics
• The Triad of Influence and Neuro-Linguistic Programming (NLP)
• Linking Strategy Creation, Execution, and Stakeholder Influence
• Biases and Interferences in Business Communications and Overcoming Resistance
• Principles of Persuasion and their application in business contexts
• Behavioural Economics for influencing behaviour
• Impact of Friction and cognitive biases on Persuasion
• Emotional Intelligence and Influential Leadership
• Conflict Management, Objection Handling, and Gottman’s Four Horses
• SCARF Model and Persuasion Messaging

Follow-Up Coaching Sessions

Supporting ongoing development and application of coaching skills in individual or team format.

• Gain insights into the sciences of influence and their application in business settings
• Understand cognitive biases and overcome resistance in communication
• Learn principles of persuasion and apply them in business contexts
• Utilise behavioural economics to influence behaviour
• Enhance emotional intelligence and influential leadership skills
• Develop strategies for handling conflict, objections, and objections effectively
• Explore advanced models such as Gottman’s Four Horses and the SCARF Model
• Master persuasive messaging techniques

The Instruments of Influence course is beneficial for sales leaders, senior-level executives, managers, business leaders, marketing and advertising professionals, HR professionals, consultants, and coaches. By participating in this workshop, you will enhance your ability to persuade clients, negotiate deals, drive sales success, develop influential leadership skills, manage stakeholders effectively, drive organisational transformations, create persuasive campaigns, engage employees, and navigate complex business environments. This course provides practical exercises and real-world examples to reinforce your learning and application of advanced influence techniques.

Duration: 2 Days

Discovery & Strategy Call

Aligning goals and expectations with the training program

Training Sessions

Day 1

• Who are you, Where are you in the market, and your goals. This will be reviewed at the end of the session.
• Current definition of winning
• Review of current goals and company identity, vision, purpose, and strategic intent statements.
• Macro, market, and micro influences.
• Binding Constraint factors.
• Product and service range.
• Sustainable Unique Competitive Edge and Transient Unique Competitive Edge.
• Segmentation and persona, Competitors and collaborators analysis.
• Key Success Factor Analysis. Prescriptive, descriptive, and aspirational factors.
• Key uncertainties and Scenarios.
• SWOT for likely scenarios with identification of mediating strategies.
• Binding constraints for likely scenarios.
• Market conditions and industry maturity identified.
• Options and decisions finalized and plotted on an options dartboard.

Day 2

• Part 1 summary and review.
• Differentiators within the company and product range including points of parity and difference. How will these be communicated?
• Strategic thrusts identified.
• 7 Strata of Strategy agreed upon.
• Keywords and concepts you actually “own”, you want to “own” and what your competitors “own” and why.
• Who are you marketing to? What brand promises are you making?
• Differentiating activities and resources.
• Review of options board.
• Purpose statement.
• Vision statement.
• Organisational values audit. What you need to value in order to win.
• People and organogram needed to execute the tactics and strategy.
• Measurables & metrics defined.
• Your new definition of winning.

Follow-Up Coaching Sessions

Supporting ongoing development and application of coaching skills in individual or team format.

This workshop on strategy development and reviews offers a range of valuable benefits. Participants will enhance their strategic thinking by gaining a deeper understanding of concepts and frameworks, enabling them to make informed decisions about their organisation’s direction. The workshop also provides an opportunity to review and refine goals, company identity, vision, purpose, and strategic intent statements, bringing clarity to what winning means for the organisation. Through comprehensive market analysis, participants will assess macro, market, and micro influences, analyse competitors, and identify key success factors. They will learn effective scenario planning techniques, conduct SWOT analysis, and develop strategies to address uncertainties and binding constraints, facilitating more effective decision-making. Additionally, the workshop explores differentiation and communication strategies, empowering participants to effectively communicate unique value propositions. Participants will also gain insights into aligning resources and organisational structure to support strategic goals. Measuring performance and progress will be emphasised, with participants learning to define measurables and metrics, enabling data-driven adjustments to strategic initiatives. Ultimately, this workshop will redefine the concept of winning, allowing participants to align their organisation’s goals and strategies with the insights gained throughout the course.

Attending this course will provide you with valuable skills and knowledge to excel in your communication efforts. By enhancing your communication skills, aligning them with business strategy, and learning persuasive techniques, you will be able to convey your messages effectively and achieve desired outcomes. Understanding biases in communication and applying behavioral economics principles will give you an edge in influencing stakeholders and driving their behaviors. You will also develop emotional intelligence, crisis communication preparedness, cross-cultural communication competence, and conflict resolution and negotiation skills, enabling you to navigate challenging situations and engage effectively with diverse stakeholders. Additionally, learning to measure communication effectiveness will help you assess and improve your strategies, ensuring impactful and successful communication outcomes. This course is essential for professionals who want to enhance their communication prowess and achieve greater success in their roles.

Duration: 2 Days

Discovery & Strategy Call

Aligning goals and expectations with the training program

Training Sessions

• Introduction to the Path to Purchase
• Your Company Path to Purchase
• The Google Messy Middle Model
• Marketing Touch Points
• Enablers and Barriers to Decision-Making
• Mood and Payment Effect
• The Slippery Slope of Internet Research
• Increasing Efficiencies Along the Path to Purchase
• Case Studies and Practical Exercises
• Additional Topics: Social Proof and Influencer Marketing, Emotion and Storytelling
• Workshop Recap and Key Takeaways

Follow-Up Coaching Sessions

Supporting ongoing development and application of coaching skills in individual or team format.

• Enhanced Understanding: Participants will gain a deep understanding of the consumer journey from awareness to purchase, including key stages and touchpoints. They will explore the concept of the “messy middle” and analyse cognitive biases and considerations that influence decision-making.
• Effective Differentiation: Participants will learn how to differentiate their products by identifying real-world problems and applying consultative selling and gap selling techniques. They will adapt their presentations using problem identification charts.
• Maximising Touchpoints: Participants will identify and analyse various touchpoints in the consumer journey, developing strategies to maximise their impact and improve marketing effectiveness.
• Overcoming Barriers and Leveraging Enablers: Participants will examine factors that facilitate or hinder decision-making, learning strategies to overcome barriers and leverage enablers to increase conversions and enhance sales performance.
• Understanding Psychological Influences: Participants will explore the influence of consumer mood and the psychological impact of payment and pricing. They will create marketing strategies that tap into consumer emotions and drive desired behaviours.
• Guiding Consumer Research: Participants will learn strategies to guide consumers through the research process, overcoming challenges of information overload and decision paralysis to increase conversion rates.
• Streamlining the Consumer Journey: Participants will gain best practices for streamlining the consumer journey, leveraging technology and automation to optimise conversions and applying friction reduction systems to improve efficiency.
• Practical Application: Through case studies and exercises, participants will apply learned concepts to real-world scenarios, developing tailored strategies for specific industries.
• Additional Topics: Participants will gain insights into social proof, influencer marketing, emotion, and storytelling, further enhancing their influence along the consumer path to purchase.

Attend this workshop to gain a competitive edge by understanding how your customer’s path to purchasing your product differs from competitors and substitute companies. Enhance your sales effectiveness by learning practical techniques to partner with prospects and customers, helping them find the best customer-centric solution to their problems. Gain a comprehensive understanding of the consumer journey from awareness to purchase, including the key stages and touchpoints along the path. Optimise marketing touchpoints to increase conversions and improve your marketing effectiveness. Overcome decision-making barriers and leverage enablers to navigate challenges and increase your success rate. Harness the influences of consumer mood, payment effect, and psychological factors to create persuasive marketing strategies that tap into emotions and drive desired behaviours. Streamline the consumer journey, enhance efficiency, and achieve better sales outcomes. Participate in hands-on exercises and case studies to apply learned concepts and techniques to real-world scenarios. Network with sales professionals from diverse backgrounds, collaborate, and expand your professional connections. Benefit from ongoing coaching sessions to sustain your sales success beyond the workshop. Don’t miss this opportunity to boost your sales performance and achieve greater success in your role.

Duration:

• 4 Days of contact or online ideally based over 2 sets of 2 days to allow for implementation and feedback sessions. 
• Customisable and each module can be presented as a stand-alone. 

Whether you need to create a new sales team and process or just need to coach your existing sales team to stay sharp, Elemental Selling covers all the basics in as much detail as needed. No two sales teams are identical, and the content of this course can be adjusted to emphasise one aspect or be used to structure a turnkey sales process. 

Elemental Selling is an integrated flow of sales processes that support a customer-centric outlook. At the same time, we never lose sight of the fact that your sales team is here to keep the revenue flowing. The course content combines elements of Solution-Based Selling, Consultative Selling, Gap Selling, Value Selling, NLP, and Neuromarketing principles. 

This is also the ideal course for non-sales professional roles who need to understand the sales process and how to integrate with the revenue-generating engine of the business.

Discovery & Strategy Call

Aligning goals and expectations with the training program

Training Sessions

• Introduction to the Elements of New Generation Customer-Centric Selling.
• Finding Your Head Space and Managing Your Mindset. Tools, techniques and strategies for developing an effective and resilient selling mindset.
• Pre-Meeting & Preparation: Know Your Value. Including identification of the value gap, unique selling points, market segmentation, persona recognition and research of the prospect.
• Showing Up to Present to Your Customer. The Rules of Engagement and developing rapport and relationship management.
• Opening up the Discovery & Diagnosis with the right questions. How to ask the right questions in the right sequence to evoke awareness and uncover customer value.
• Lead as an expert with the right solution. How to present your product as a solution to the customer problem/s based on the discovery process. How to present and get agreement on the value gap.
• Closing and Validating: Agree on the next move and agree on follow-up meetings or the next transaction. 
• Eliminate Friction & Objections: How to pre-frame and eliminate objections during the process. Additional objection handling techniques. Preparing the inventory of the common objections.  What will come up?
• Taking action and pinging what needs to be done ost sale. 
• Measurables and developing the “PipelinePredictor”. Know what to measure so you can improve. How to assess your pipeline and accurate predictions. What do to with each customer at each stage of the path to purchase? 

Follow-Up Coaching Sessions

Supporting ongoing development and application of coaching skills in individual or team format.

• Develop an effective and resilient selling mindset.
• Understand the elements of new-generation customer-centric selling.
• Identify the value gap, unique selling points, market segmentation, and persona recognition.
• Conduct thorough research on prospects to enhance preparation.
• Establish rapport and effectively manage relationships with customers.
• Ask the right questions in the right sequence to evoke awareness and uncover customer value.
• Present products as solutions based on the discovery process.
• Gain agreement on the value gap and closing the sale.
• Agree on follow-up meetings or next steps with customers.
• Pre-frame and eliminate objections during the selling process.
• Handle objections effectively using various techniques.
• Prepare for common objections and address them proactively.
• Take action and follow up on post-sale activities.
• Understand measurables and develop a “PipelinePredictor” to improve sales performance.
• Assess the pipeline accurately and make predictions based on data.
• Implement strategies for each stage of the customer’s path to purchase.

• Enhanced sales skills: Participants will acquire a comprehensive understanding of the sales process, enabling them to improve their selling skills and techniques.
• Customer-centric approach: The course emphasizes a customer-centric methodology, enabling participants to align their sales efforts with customer needs and preferences.
• Improved mindset and resilience: Participants will develop a resilient selling mindset, equipping them to handle challenges and setbacks effectively.
• Increased sales effectiveness: By integrating elements of various selling methodologies, participants will learn how to present products as valuable solutions and close sales more effectively.
• Better objection handling: The course provides techniques and strategies for pre-framing objections and addressing them proactively, leading to smoother sales interactions.
• Stronger relationship management: Participants will learn how to establish rapport with customers and effectively manage relationships, leading to long-term customer satisfaction and loyalty.
• Proactive research and preparation: The course emphasizes the importance of thorough research and preparation, equipping participants to approach sales meetings with confidence and knowledge.
• Post-sale follow-up and action: Participants will learn how to effectively follow up on post-sale activities, ensuring customer satisfaction and identifying opportunities for future sales.
• Measurable sales performance: Participants will understand the key metrics to measure and assess sales performance, allowing them to make data-driven improvements and predictions.
• Customizable content: The course content can be adjusted to meet the specific needs of different sales teams, enabling organizations to tailor the training to their unique requirements.
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Duration: 1 Day

Discovery & Strategy Call

Aligning goals and expectations with the training program

Training Sessions

• Conducting Effective Feedback Discussions 
• Techniques for providing constructive verbal feedback (10 minutes)
• Feedback Sandwich
• SBI Model
• Pendleton feedback model
• Active listening skills and empathetic communication (5 minutes)
• Open-ended questions
• Writing Effective Self Evaluations
• Introduction (5 minutes)
• Strengths
• Areas for improvement
• Skills knowledge and experience
• Signature strengths
• Self-assessment tools
• Structuring and formatting your self-assessment document. 
• Providing objective and specific feedback (10 minutes)
• Writing Effective Evaluations for Direct Reports 
• Understanding the key elements of an effective written evaluation. (10 minutes)
• Evaluation criteria
• Providing objective and specific feedback
• Ratings’ Definitions and Common Misunderstandings
• Clarifying the definitions and criteria for each rating level (10 minutes)
• Addressing common misconceptions and pitfalls related to ratings (10 minutes)

Follow-Up Coaching Sessions

Supporting ongoing development and application of coaching skills in individual or team format.

• Understand the importance of aligning individual and team performance with strategic objectives.
• Learn effective performance management practices to define, measure, and develop employee performance.
• Master feedback techniques for providing constructive verbal feedback, including the feedback sandwich, SBI model, and Pendleton feedback model.
• Develop active listening skills and empathetic communication to enhance feedback discussions.
• Practise feedback discussions through role-playing exercises and simulations in realistic scenarios.
• Learn to write effective self-evaluations, identifying strengths, areas for improvement, skills, knowledge, and experience.
• Gain insight into self-assessment tools and structuring/formatting self-assessment documents.
• Provide objective and specific feedback in self-evaluations.
• Understand the key elements of writing effective evaluations for direct reports.
• Clarify rating definitions and criteria for each rating level.
• Address common misconceptions and pitfalls related to ratings.

• Improved performance management: Participants will learn effective techniques and practices to manage and develop employee performance, leading to improved individual and team performance.
• Enhanced feedback skills: Participants will master feedback techniques and develop active listening skills, enabling them to provide constructive feedback that empowers individuals to learn, grow, and improve.
• Strong feedback culture: By fostering a culture of feedback, organizations can promote continuous learning, growth, and motivation among employees.
• Improved self-awareness and accountability: Participants will gain insight into their strengths, areas for improvement, and accomplishments through self-evaluation, fostering self-awareness and accountability.
• Clear understanding of ratings: Participants will gain clarity on how performance is assessed and recognized within the organization, minimizing misunderstandings and promoting transparency.
• Enhanced communication and collaboration: Effective feedback and performance management practices foster seamless communication, collaboration, and coordination across departments and teams, promoting a culture of teamwork and shared goals.
• Increased employee engagement: By providing effective feedback, organizations can enhance employee engagement and satisfaction, leading to higher levels of productivity and retention.
• Alignment with strategic objectives: By aligning individual and team performance with the organization’s strategic objectives, participants will contribute to the overall success of the company.
• Practical tools and resources: Participants will gain practical tools and resources to support performance management, feedback discussions, self-evaluations, and evaluation writing.
• Interactive learning experience: Through interactive discussions, activities, and role-playing exercises, participants will engage in a dynamic learning experience, enabling them to apply their knowledge and skills effectively.

Duration: 2 Days

Discovery & Strategy Call

Aligning goals and expectations with the training program

Training Sessions

• Introduction to Strategic Business Communications
• Translating Strategy into Effective Communication
• Overcoming Biases and Applying Behavioral Insights
• Emotional Intelligence and Relationship Building
• Enhancing Communication Effectiveness in Specific Contexts
• Evaluating and Improving Communication Efforts

Follow-Up Coaching Sessions

Supporting ongoing development and application of coaching skills in individual or team format

The Strategic Business Communications course offers participants a range of benefits, including enhanced communication skills for conveying messages effectively. It emphasises aligning communication with business strategy, crafting persuasive communication plans, and addressing biases. Participants will gain insights into applying behavioural economics, developing emotional intelligence, and handling crisis communication. They will also learn cross-cultural communication strategies, conflict resolution, and negotiation skills. The course covers measuring communication effectiveness to assess and improve strategies.

Gain essential skills to enhance your communication effectiveness and align your messages with strategic objectives. Learn persuasive communication planning, understand biases, apply behavioral economics, and develop emotional intelligence. Acquire crisis communication, cross-cultural competence, conflict resolution, negotiation, and measurement skills. Excel in your communication efforts and contribute to organizational success.

Duration: 2 Days

Discovery & Strategy Call

Aligning goals and expectations with the training program

Training Sessions

• Foundations of Team Building and Collaboration
• Team Development and Dynamics
• Theme: Building Trust and Communication
• Conflict Resolution and Collaboration
• Enhancing Team Effectiveness
• Team Cohesion and Alignment
• Developing High-Performing Teams
• Team Building Activities and Exercises
• Leadership and Continuous Improvement
• Overcoming Challenges and Sustaining Performance

Follow-Up Coaching Sessions

Supporting ongoing development and application of coaching skills in individual or team format.

• Gain insights into the benefits and challenges of effective team building
• Understand the stages of team development and strategies for facilitating progress
• Develop techniques for building trust, promoting resilience, and effective communication within teams
• Learn conflict resolution strategies and manage conflicts constructively
• Apply NLP principles to enhance communication, motivation, and rapport within teams
• Incorporate insights from neuroscience and behavioural economics to promote collaboration and alignment
• Foster team cohesion, shared vision, and collective accountability
• Understand the importance of clear roles and responsibilities within a team
• Facilitate collaborative decision-making processes and reach effective team decisions
• Implement team building activities to foster a positive team culture
• Enhance leadership skills and provide team coaching support
• Establish a culture of continuous improvement and sustain high performance and engagement

The Building High-Performing Teams: Collaboration and Team Building workshop is valuable for professionals in various roles, including team leaders, managers, project managers, HR professionals, consultants, and individuals responsible for team development. By participating in this workshop, you will gain the knowledge, skills, and tools necessary to build high-performing teams and foster effective collaboration within your organisation. You will learn practical techniques from disciplines such as NLP, neuroscience, behavioural economics, and evolutionary psychology, enabling you to enhance team dynamics, communication, and resilience. Through theoretical concepts, interactive exercises, and case studies, you will leave the workshop equipped with actionable strategies to create cohesive and successful teams.

Duration: 2 Days

Discovery & Strategy Call

Aligning goals and expectations with the training program

Training Sessions

• Understanding Resilience
• Introduction to Resilience and Synergistic Approaches
• Leading with Purpose and Vision
• Teams and Resilient Communications
• Strengthening Emotional Intelligence
• NLP (Neuro-Linguistic Programming)
• Building Personal Resilience & Stress Management
• Navigating Change and Uncertainty
• Leading Through Crisis and Adversity
• Laser-Sharp Focus
• Motivation Models for Resilience
• Thriving in a Digital and Virtual World

Follow-Up Coaching Sessions

Supporting ongoing development and application of coaching skills in individual or team format.

• Identify the key characteristics and behaviors of resilient leaders
• Understand the connection between resilience, strategic development, and change management
• Gain insights from NLP, neuroscience, behavioral economics, and evolutionary psychology
• Learn techniques for stress management, emotional intelligence, and resilience enhancement
• Define personal leadership values and align them with organizational goals
• Develop trust, resolve conflicts, and promote positive communication within teams
• Build team resilience through shared goals, support, and effective leadership
• Enhance self-awareness, self-regulation, and self-motivation through NLP techniques
• Manage stress, uncertainty, and change through coping strategies and mindfulness
• Embrace a growth mindset, make effective decisions, and navigate uncertainty
• Develop crisis management skills and cultivate empathy during challenging times
• Cultivate focus, reduce distractions, and integrate mindfulness into daily routines
• Explore motivation theories and apply motivational strategies for resilience
• Leverage technology for virtual leadership, remote team management, and work-life balance

The Exploring Synergies and Resilience in the Workplace workshop is essential for professionals seeking to thrive in challenging work environments. By participating in this workshop, you will gain a unique blend of techniques and insights from NLP, neuroscience, behavioral economics, and evolutionary psychology. You will learn practical tools and strategies to manage stress, enhance emotional intelligence, maintain focus, navigate change, and lead with resilience. The workshop emphasizes team resilience, trust building, effective communication, and the stages of team development. By attending, you will acquire valuable skills that enable you to thrive personally and foster a resilient workplace culture within your organization. Additionally, you will have the opportunity to connect with professionals from diverse backgrounds, expanding your professional network and opening doors for future collaborations and growth.